CONDITIONS (hours etc.): Approx 40 hours per week – On average 4 days dedicated to sales calls, 1 day to admin
DIRECTLY REPORTING TO: VP Sales & Marketing USA & Canada
INDIRECTLY REPORTING TO: Global Director of Sales and Marketing
PURPOSE AND SCOPE OF ROLE
The purpose of the BDM role is to represent Trails of Indochina in US and Canadian east coast outbound market and to proactively develop business and increase revenue from these markets.
Business Development:
- Develop an 8-week forward sales call plan using TOI’s in-house CRM tool - Goldmine.
- Plan and implement sales calls throughout the entire territory prioritizing key accounts for multiple visits.
- Identify new sales opportunities within the delegated market territory to win new enquiries/Sales.
- Understand in depth the existing and potential markets and customers.
- Achieve the minimum target of sales calls per month.
Relationship Management
- Manage and enhance relationships with retail agent, managers and consultant staff.
- ‘Win back’ agents that have not had bookings in a 12 month period.
- Identify, plan and implement local marketing activities within designated territory.
- Host or attend annual FAM trips as assigned by Head Office.
Marketing
- Conduct presentations of TOI products, services and destinations either in person or via webinar.
- In coordination with Marketing, execute the delivery and promotion of marketing campaigns within territory.
- Provide market intelligence to VP USA & Canada on a regular basis.
- Manage the relationship with retail agents and develop new opportunities increase revenue and sales.
Sales & Client Management
- Identify and maintain a database of existing and potential agents in Goldmine, CRM system.
- Liaise with travel agents on issues or customer complaints when escalated.
- Record sales calls and communications with agents into Goldmine to develop a historic record of communications for each existing and potential account.
Continuous Improvement
- Identify areas for continual improvement.
- Attend regular training courses provided by the company / seminars / trade shows to keep up-to-date with the travel industry.
- Stay abreast of all new products and promotions that TOI has to offer for service improvement opportunities.
Reporting
- Annual & quarterly forecasting calendar for business sales development.
- Monthly Sales Planning or work in progress reports (WIPs) sent via Goldmine, CRM system.
- Travel Request Authorization submitted one month prior to travel.
- Monthly expense reports.
- Post trade show “Debrief & Evaluation” reports completed.
Qualifications and Knowledge
- Marketing, Business or Tourism Degree preferred.
- Destination knowledge of Asia preferred.
- Outside Sales and Marketing background.
Skills
- Strong relationship building skills working with key external and internal stakeholders.
- Excellent written and spoken English.
- Good MS Office (Excel, Word, PowerPoint etc.)
- Basic understanding of travel agency accounts.
Experience
- Minimum 3 years proven track record in effectively. targeting and achieving sales results within the travel industry.
- Tourism or Hospitality background preferred.
- Solid knowledge of USA and Canadian tourism market.
Competency levels
Managing Performance 1
Learning and Development 2
Teamwork 2
Commitment 3
Planning and Organizing 3
Continuous Improvement 2
Problem Solving and Decision Making 2
Customer Focus 3
Influencing 3
Communicating 3
Special Requirements
- Flexibility to work overtime when required.
- Available for extensive domestic travel.
- Valid driver’s license, vehicle and valid passport.
How to Apply
Please submit Resumes to: officeus@trailsofindochina.com
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